Account Director – Public Sector

This is a fully remote position, open to applicants in Italy.

📋 Description

• Take charge of TRM’s public sector operations throughout Italy and Southern Europe.

• Identify key agencies and leverage AI tools to locate budget holders, investigators, procurement departments, and upcoming tenders.

• Secure six- and seven-figure contracts by converting investigative challenges into compelling business cases.

• Establish a qualified pipeline that is three times the quota each quarter through strategic outreach, agency training sessions, and events.

• Decide whether to pursue sales directly or through authorized resellers and integrators.

• Enhance relationships with existing customers through renewals, upsells, and new use cases.

• Utilize AI-generated summaries of usage and call notes to pinpoint expansion opportunities.

• Offer customer and regulatory insights to Product, Policy, and Law Enforcement Relations teams.

• Prioritize target agencies and initiate outreach within the first 30 days.

• Collaborate with Solutions, Legal, and partners on urgent tender submissions.

• Create a qualified pipeline worth at least three times the quota within the first 90 days.

• Engage in weekly one-on-one meetings, team discussions, pipeline reviews, forecasts, and pod calls.

• Work together with Law Enforcement Relations, Solutions Architecture, Legal and Deal Desk, Partnerships, Product, and Policy teams.

⛳️ Requirements

• 6+ years of experience in selling SaaS, data intelligence, or investigative solutions to government, law enforcement, or regulatory bodies in Italy or Southern Europe.

• Proven track record of closing six- and seven-figure deals and achieving sales quotas.

• Experience in managing tenders, RFx responses, or framework purchases.

• Solid understanding of Italian and EU public procurement, AML, and digital asset regulations.

• Knowledge of the buying process for investigators, budget holders, and procurement teams.

• Practical experience with AI for prospecting, account planning, and preparation of tenders and calls, including demonstrable examples of time or revenue savings.

• Ability to build a pipeline from the ground up in a new territory.

• Experience collaborating with resellers or integrators.

• Strong, credible communication skills with senior officials and investigators, both in-person and virtually.

• Proficiency in Italian and English.

• Knowledge of Spanish, Portuguese, or Greek is a significant advantage.

• Located in Italy, preferably in Rome or Milan.

• Willingness to travel frequently across the region.

• Availability during core hours on CET, with overlap for UK hours, and occasional calls with the US.

• Proficient in AI and capable of utilizing it to enhance workflows, structure and solve problems, improve output quality, and increase efficiency.

🏝️ Benefits

• Flexible remote work environment.

• Adaptable collaboration across UK and CET time zones, with occasional US calls.

• Company-wide meetings and founder Q&A sessions.

• Transparency in pipeline insights, deal reviews, and sharing of best practices.

• Opportunities for professional development and learning through case studies, AI skills assessments, and feedback on Leadership Principles.

• Reasonable accommodations for applicants with disabilities.

• Compensation details will be provided upon job offer.